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by Eric Morse October 8, 2014

Proven Plans & Sales Playbooks to Win Against the 800-Pound Gorilla

Are you tired and fed up to losing against an 800-pound gorilla in your space. Do you have a plan?

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by Eric Morse January 13, 2014

Lessons Learned About Sales Process Implementation

So after developing, creating, fixing and implementing numerous Sales Process for different types of companies, I thought I would review some of the REAL Killers/Failures in adoption that I have personally seen while I was selling, managing and since 2003 providing winning sales consulting through my Sales Consulting firms SRi, Sales Result Inc. in which we cleaned up a lot of the below mistakes.

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by Eric Morse December 11, 2013

When to Fire Sales Non-Performers?

So how many times have we hired someone and said to ourselves this person is going to be fantastic. Yet 12 months later he/she is fired. We have also heard and seen in many blogs the cost of the wrong hire or turnover.

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by Eric Morse April 30, 2013

Winning Sales Process: Key Activity vs. Activity

A clearly defined sales process is essential in today’s selling environment for closing sales and ensuring that your company achieves its sales strategy at maximum profitability. Sales processes should not only outline what to do at each step but also describe the goals that should be achieved, including key activities or sales milestones.

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by Eric Morse April 29, 2013

Social Selling: Sales Relevance in a Social World!

 In the last few weeks, I have read many blogs, tweets predicting the death of sales people, lack of importance of sales, salespeople will become like dinosaurs and that solution selling or a value based selling is dead. I know some will agree and disagree but here are my thoughts.

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by Eric Morse April 21, 2013

Stop Losing to Your Competitors with a Winning Sales Process

The key to any successful company sales organization is an effective and what we call a Winning Sales Process.

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by Eric Morse March 19, 2013

Sales Process, a "MUST HAVE": To Build A Company Culture of Winning

WHAT YOU NEED TO WIN the deal against the competitors. In our experience working with many great sales teams, we’ve found one overarching commonality: If you want to win, you must always know where you are in your organization’s sales process, and the next steps necessary to effectively close the deal. Mapping your sales process to the buying process is critical in todays times to add value and differentiate.

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by Andrew Morse January 25, 2013

Objection Handling

One of the most fundamental aspects of selling is the ability to effectively and consistently answer objections. In our Executive Sales Discovery and Gap Analysis™ we find this as a constant theme: The inability of sales organizations or individuals to effectively and consistency answer objections that are posed during the sales process. This, to me, is one of the larger hidden revenue blockers in any organization. I encourage you to check it out yourself in your organization.

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by Eric Morse November 15, 2012

What’s in Your Briefcase: Top Tools for Every Sales Person

Sales is anything but simple. It takes strategy and tactical thinking to be a successful sales person. However, when selling is done right, it looks effortless. The following ten sales tools seem basic at first glance, but when properly utilized, they will become the most powerful arsenal in your sales toolbox.

SRi firmly believes in the power of customized sales tools, and applies a Your Culture, Your Clients, Your Way™ methodology when creating each of the following deliverables. Many consulting firms will provide similar tools by taking a canned approach; this isn’t a long-term solution because inevitably they won’t mesh with your company’s unique culture.

By customizing the following ten tools to your company type, size, unique offering, and customer demographic, you will see increased sales, improved structure within your sales organization, happier sales people, less turnover, and improved communication between all involved, which results in sustainable revenue growth.

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by Eric Morse November 1, 2012

Prepare for Supercharged Sales in 2013

SuperCharge salesAs 2012 comes to an end, it’s time for sales executives to take a look back at what’s worked, and inevitably what hasn’t, with their sales organizations this year.

With two months to go, SRi has developed a set of blogs titled Supercharged Sales: 4 Surefire Ways to Increase Revenue. This four-part series is intended to help sales leaders, such as the CEO, revamp their selling tools, tactics, and teams to make 2013 their best year ever.

All sales organizations have management and sales tools in one form or another. With some tweaking and training, you can transform your sales management into effective leaders, sales team into selling machines, and selling tools into hard-hitting arsenal guaranteed to boost sales. We call this a Winning Sales Foundation™.

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